I’m often asked what has changed the most about sales in the past 5-10-20 years. Well, of course technology has made many things in our lives easier, but also has made us busier, which does not necessarily mean more productive.
One of the toughest challenges you face right now is dealing with crazy-busy prospects. It’s tougher [...]

Most sales reps hate prospecting by phone. Part of the reason is that they believe some of the many myths that have been perpetuated over the years about “cold” calling.  Most of these are nonsense, and just plain wrong. Perhaps you’ve heard them:
Cold Call Myth: “It’s just a numbers game.”
Smart Calling™ Truth: It’s a quality [...]

One of the smartest sales management guys I know–heck, business management in general–is a fellow member of my mastermind group, Bill Lee. He has just put out an ebook I suggested he charge for, but he’s giving it away (what do I know?) "30 Ways Managers Shoot Themselves in the Foot, and How to Avoid [...]

Do you use Linked in?
I’ve had an account for awhile, and admit that I don’t really use it other than to respond to people inviting me into their network. Oh, I know it can be a great way to make business connections, generate leads, and gather some intelligence, but with so many things competing for [...]

Everywhere you turn, you hear about Social Networking and Social Media Websites.  I get several LinkedIn invitations every week, I’m considering Facebook, I’ve already done the Twitter thing, I need to get more video on YouTube…yet I still don’t totally have my hands around all of this stuff from a business and sales perspective.
The [...]

My marketing guy screwed up big time.
I simply told him to fix it. I didn’t give him any guidelines, so I really can’t get mad at what he did here. But my customers definitely will like it.
See the complete details from Steve, along with a photo of the mistake, and how you will benefit from [...]

I get a fair number of request from people who want me to promote or endorse their product or book. Most I turn down. Every once and a while I see something I’m comfortable putting my name and reputation behind.
 
Today is one of those times. Drew Laughlin contacted me a few months ago asking if [...]

Our every-so-often, Scratch, Dent, and, this year, Sales-Stimulus promotion is now on, ready for you to take advantage and grab some great sales and income-producing resources at a dramatic savings.
http://www.businessbyphone.com/scratch09.htm
Very simply, we have some items that are slightly blemished that we have collected from our last sale of this type, and [...]

As a holiday gift for you, I’m giving you access to an entire training video lesson. You have access to one of my 25-minute Telesales TV training videos.
That’s right, simply go to http://businessbyphone.com/TSTVspecial.htm
In this training video, you will get,
The Big Lesson: "Send me something" is often an attempt to get [...]

Last month I shared a post, Little Things Mean Everything, where I shared the story of my paper carrier and the personal notes she left me that made a huge impact.
I always have advocated the use of cards and handwritten notes to stay in contact with, and thank your customers and prospects. Most people [...]